Hubspot Sales

FEBRUARY 1, 2018

However, getting opportunities to practice isn’t easy. You need to focus on your objectives, your prospect’s goals, potential landmines, and more. Enter negotiation role play exercises. Sales Role Play Exercises. Get Comfortable Breaking Up with Prospects. Challenge Prospects on Why They're Stuck.

Exercises 145

Exercises Negotiation Guidelines Discount 145

The Sales Hunter

JULY 1, 2019

Prospecting does not have to be painful nor does it have to be as hard as you think. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity. What does this mean?

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter.

Data 368

Data Objections ACT Lead Rank 368

No More Cold Calling

JANUARY 31, 2025

These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Prospects dont know you, dont trust you, and dont want to take your call. When your reps are introduced to prospects by a trusted connection, they no longer start the sales conversation as strangers.

Referrals 156

Referrals Scale GoldMine Pipeline 156

SBI Growth

SEPTEMBER 17, 2012

So when your prospect finally speaks with your company, who is the first point of contact? Prospects don’t want to engage with a Sales Rep before they are ready. Sign up for our Q3 Make The Number Tour to get access to the LDR Skills and Exercise Checklist to give them the training they need. Guess what? Customer Knowledge.

Sales Qualified Lead 293

Sales Qualified Lead Buyer Training Leads 293

Hubspot Sales

OCTOBER 14, 2020

A well-executed mock call is an excellent opportunity for you to get a better feel for your reps' strengths and weaknesses. You can see, first-hand, what they're doing well and where they have room to grow when interacting with prospects and customers. If you want to get the most out of these exercises, you have to commit.

Exercises 132

Exercises Cold Calling Scale Discount 132

SBI Growth

NOVEMBER 19, 2013

Doing so will assist your reps to spot where their prospects are in their buyers journey. Build Buying Process Maps (BPM): Buying Process Map’s plot the Prospects decision-making process used to purchase a product or service. The purpose of the exercise is to identify existing content. Most immediately turn to outsourcing.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

The Pipeline

JANUARY 26, 2021

As we have explored in a different context, the answer is not always more prospects. This will allow you to generate more revenue without necessarily having to add volumes of prospects. I will not comment on how things come to pass here, but there is merit to the exercise. Play To You Strength.

Churn 310

Churn Quota Margin Exercises 310

The Pipeline

NOVEMBER 7, 2016

One example was highlighted in a recent piece about pipelines , where sales people lie to themselves about the quality of individual opportunities, and by extension, they lie to themselves, their managers and companies about the state of the entire pipeline, and the ultimate revenue delivered.

Wireless 303

Wireless Face-to-face Quota Distribution 303

Understanding the Sales Force

DECEMBER 22, 2014

You’ve made your New Years resolutions to exercise, lay off the carbs, lose weight, be kind, leave the cell phone in another room at night, close the laptop by 7PM, and be an all around better person. What are the metrics to close one – in other words, how many proposals, demos, qualified opportunities, prospects and suspects does it take?

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

SBI Growth

JANUARY 13, 2014

You may need to call on customers and prospects in unfamiliar areas. This can drastically reduce your time spent planning and prospecting. Ask for insights on key customers and prospects. Finalize your target list based on the previous exercise. Weekly, Bi-Weekly, Monthly) Leave part of your day open for prospecting.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

Sales Gravy

DECEMBER 25, 2024

Heres what stood out from our conversations this year: Objections Are Opportunities: Objections arent something to avoid, theyre invitations to build trust. Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. When a buyer pushes back, its a sign theyre engaged.

Conversion 97

Conversion Call-back Exercises Energy 97

The Pipeline

MAY 15, 2014

To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core. Let’s explain what I mean by binary.

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

The Pipeline

JULY 14, 2014

Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues. A large part of the problem is that a lot of the advice is focused on how to avoid the unpleasant aspects of the exercise, most specifically the objection/rejection. I am the Zomby Woof ).

Cold Calling 308

Cold Calling Social Media Call-back Exercises 308

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. First, when it comes to opportunities, it should be less about reviewing, and more about moving them forward to a win.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Clearly natural introductions via mutual contacts are the best way to secure new opportunities. Ergo, LinkedIn is the key to new opportunities. These are business contacts with an “in” to someone you’ve deemed a qualified prospect.

Referrals 331

Referrals Social Selling LinkedIn Cold Calling 331

SBI Growth

FEBRUARY 9, 2013

You miss opportunities with an undifferentiated approach. To date the new product launch has produced $40M in net new pipeline opportunities. User Prospect – Buyers using the solution. Technical Prospect – Buyers evaluating the solution (Purchasing, IT, etc.). Step 4: Brainstorm New Promotion Channel Opportunities.

Promotion 317

Promotion Channels Influencer Decision Maker 317

Sales Hacker

NOVEMBER 15, 2024

Introduce “Skill Gyms” Like a gym for physical fitness, create opportunities to practice these critical skills deliberately: Role-playing simulations: Use AI-powered tools to practice cold calls and discovery calls in a controlled environment. Reps can get hundreds of “at-bats” before going live with prospects.

Outsourcing Services 111

Outsourcing Services Scale Cold Calling Hiring 111

Pipeliner

JANUARY 16, 2025

This includes adopting a more skeptical approach during interviews, akin to how salespeople qualify prospects. Role-Playing Exercises: Use role-playing exercises to simulate sales scenarios and evaluate candidates’ problem-solving and negotiation skills.

Hiring 104

Hiring Sales Talent Video Lead Scoring 104

Sales Gravy

JANUARY 5, 2025

The opportunity to excel, to level up, to make this your best year ever is yours for the taking. this gap you have the opportunity to exert control over your emotions and response. The way I activate mindfulness is through a simple mental exercise in which I answer the question: Do I want this or do I want that?

Face-to-face 95

Face-to-face Exercises Course Opportunity 95

Zoominfo

FEBRUARY 7, 2025

Here are other reasons why the funnel no longer works: Sellers Miss Early Opportunities The funnels rigidity often blinds sellers to opportunities for early influence. Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

The Pipeline

JULY 14, 2014

Much of the advice is more feel good than do good, especially when measured in real engagement, real pipeline opportunities, and resulting revenues. A large part of the problem is that a lot of the advice is focused on how to avoid the unpleasant aspects of the exercise, most specifically the objection/rejection. I am the Zomby Woof ).

Cold Calling 247

Cold Calling Social Media Call-back Exercises 247

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. The rule being that cold calling is a key and necessary (evil) part of successful B2B selling. Just like they used to. Tibor Shanto.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

SBI Growth

AUGUST 22, 2013

Scenario - the candidate is provided with an instruction package that includes the background information on fictional sales opportunity. Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity. The exercise actually reassures them that this is the right next job.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

JANUARY 11, 2014

You should also include topics such as buyer prospecting and how to leverage technology. Use images, interactive exercises and demonstrations to inform them about the subject matter. A smart board or iPad drawing quantifying the revenue opportunity is powerful. Share an insight from a prospect who became a customer.

Training 303

Training How To Follow-up Exercises 303

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. NOTE: Often at a business networking event everyone’s trying to sell – you gotta be able to wear either the buyer or seller hat, and listen for your opportunity.

Networking 325

Networking Hiring Trade Show Social Media 325

SBI Growth

OCTOBER 28, 2013

Here are a few questions that every CMO must answer just to stay in the job: How am I going to educate my customers and prospects on new products or solutions? Add in branding, digital media, social prospecting, collaboration solutions, etc. Take the opportunity to learn more from Doug and your peers. 5 Key Priorities.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

SBI Growth

DECEMBER 23, 2012

The above exercise is a useful one for developing a hypothesis. The present are opportunities. The future are prospects. Sales assigns arbitrary metrics to the various stages of the process. For instance, phase 1 gets a 10% chance of closing. Phase 2 is 25%, and so on. Why This Results in Inaccurate Forecasts. It doesn’t work.

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

The Pipeline

AUGUST 19, 2013

Once you accept that it is within your ability to figure out and act on issues, challenges, and opportunities. In other words, every sales person faces systemic challenges of product, occasional service problems, pricing, the economy, that useless prospect that doesn’t get things, blah, blah, blah.

Hiring 275

Hiring Face-to-face Account Exercises 275

Sales and Marketing Management

AUGUST 31, 2017

Vision usually follows a ‘spark’, a flash of inspiration, frustration or a gleam of an opportunity. First it provides direction for you, your team and anyone keen to work with you, and then it steers you toward the opportunities that will help grow your business. It’s both the motivation behind and the future ahead of your business.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

No More Cold Calling

NOVEMBER 23, 2021

Without it, your prospects figure you’re not interested, and they tune out. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. It’s like a training manual, with exercises and opportunities to practice and refine what you learn. I Can’t See You.

Video 289

Video Cold Calling Exercises Conference 289

Jeffrey Gitomer

MARCH 19, 2019

If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park? Your strategy should be to make the preliminary call at the prospect's place of business. There are 10.5

Sports 250

Sports Scale Proposal Call-back 250

Zoominfo

AUGUST 11, 2021

It’s what keeps your sales team organized and focused on managing opportunities to close deals. No one follows up with promising opportunities. A sales pipeline is a visual representation of your current deals and opportunities. The sales cycle begins when your customer is just a new prospect. High-value deals get stuck.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

SalesFuel

NOVEMBER 20, 2024

But they’re missing an opportunity to improve their engagements with others. Practicing prospecting techniques can be very effective. Exercises for role-playing Gallimore offers some examples to try when role-playing in sales. Another exercise he recommends is called the “niche customer role-play.”

Outsourcing Services 52

Outsourcing Services Hiring Exercises Journal 52

The Pipeline

SEPTEMBER 11, 2013

As result, sellers go out every day looking for pain, and you know how it is, if you go out looking for something, that is what you’ll find, even as you miss other opportunities around you. What’s in Your Pipeline? Tibor Shanto. Sales Execution Sales Process Tibor Shanto'

Vendor 282

Vendor Objections Buyer Guarantee 282

The Pipeline

JUNE 25, 2019

Others questioned the need for the exercise, saying more prospects relieves the tension. Given that many buyers go through a cycle once every two or three years, it is unlikely that they have a definition of value, which is an opportunity for sellers. Improved profiling and targeting were standard.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241